Strategic Partner Director

1 week ago

Barcelona, Philippines beBeeDirector Full time $1,500,000 - $2,000,000
Strategic Partner Director Job

We are seeking an experienced sales professional to lead our IHV Alliances in the EMEA or APAC regions. The ideal candidate will have a proven track record of building and maintaining strong relationships with senior executives at strategic partner organizations, driving revenue growth and market expansion.

The Strategic Partner Director will be responsible for managing and growing a team of Business Development Managers, identifying and pursuing new business opportunities with IHVs, developing and executing go-to-market strategies for joint offerings, and overseeing the day-to-day management of alliances.

The successful candidate will have excellent communication and presentation skills, with the ability to capture customer requirements, evaluate gaps, and identify opportunities. They will also be comfortable working in a fast-paced and high-pressure environment, with measurable goals and objectives.

Responsibilities:
  • Build strategic relationships with IHV partners at all levels
  • Grow awareness of open source capabilities on Canonical Ubuntu
  • Demonstrate deep understanding of Linux and cloud software ecosystem
  • Negotiate contracts and commercial business terms
  • Demonstrate deep understanding of large and complex organizations
  • Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
  • Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
  • Lead partnerships in Americas with companies like Dell, HPE, IBM, Supermicro
  • Work closely with marketing, sales engineering and product management
  • Deliver on targets, objectives and provide voice of the partner
  • Lead executive interlocks between IHV and Canonical leadership
Requirements:
  • Experience in alliance or indirect sales management roles
  • Autonomous, disciplined, hands-on, get-it-done mentality
  • Ability to capture customer requirements, evaluate gaps, identify and create opportunities
  • Passionate about Ubuntu products and mission
  • Comfortable in fast-paced and high pressure environments with measurable goals
  • Experience with Linux, virtualization, containers, and other cloud technologies.
  • Excellent communication and presentation skills
About Us

We are a global tech firm at the forefront of the open source movement. We publish Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud. We recruit on a global basis and set a very high standard for people joining the company.

We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues work remotely and challenge themselves to think differently, work smarter, learn new skills, and raise their game.

What We Offer
  • Distributed work environment with regular team sprints
  • Personal learning and development budget
  • Annual compensation review
  • Recognition rewards
  • Annual holiday leave
  • Maternity and paternity leave
  • Team Member Assistance Program & Wellness Platform
  • Opportunity to travel to new locations to meet colleagues

We value diversity of experience, perspectives, and background, creating a better work environment and better products. Whatever your identity, we will give your application fair consideration.

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